161 episodes

A Podcast for water treaters who deal with the treatment of cooling towers, boiler and closed loop systems.

Scaling UP! H2O scalinguph2o.com

    • Education
    • 4.6, 16 Ratings

A Podcast for water treaters who deal with the treatment of cooling towers, boiler and closed loop systems.

    146 The One Where We Bring EOS and Sales Together

    146 The One Where We Bring EOS and Sales Together

    I know what you are thinking, I am crazy to have all these processes. Well, I think you are insane not to have all these processes. A process allows a standard of quality no matter who is performing the task.  In episode 131, I spoke with Alicia Butler Pierre, all about processes. One of the components of the Entrepreneurial Operating System (EOS) is processes. EOS refers to it as “the way.” And companies following EOS don’t have an issue creating processes until it comes to the sales department. 
    Most sales departments have as many different ways to ‘make sales’ as they do salespeople. This method or lack of practice is inefficient and outdated. In episode 39, I spoke with Justin Roff-Marsh about this very topic. Justin makes a great case on why we need to bring the sales department into modern days when it comes to processes. 
    In today’s episode, we are going to talk with Adam Shapiro of Sales Reform School. Adam can help you find the right processes to achieve the highest results in the sales department. He is also an EOS speaker. We will learn about how we can take all of the items we learned in EOS into the sales department and make that department more efficient, more profitable, and more fun. 
    Key Points    
    9:33 – Adam's background 
    13:10 – EOS and sales 
    19:50 – Vision/Traction Organizer and sales 
    22:48 – Landing on your ‘Three Uniques’ 
    24:35 – Proven process and sales 
    27:04 – Selling virtually  
    32:20 – Core values and sales 
    39:03 – Advice for sales managers  
    Quotes 
    “Proven process description is a great tool for salespeople to show confidence” 
    “If you rush someone into a sale, you are going to regret it and they are going to regret it” 
    “The right time to close is when the evaluation process is complete” 
    Links Mentioned On This Episode 
    Seven Habits of Highly Effective People 
    Traction 
    The Challenger Sale 
    The Machine 
    Proactive Webinar Series 
    Adam’s Website 
    Adam’s LinkedIn Profile 

    • 55 min
    145 The One About Positive Mental Attitude

    145 The One About Positive Mental Attitude

    Today’s episode might feel a little different than usual. However, we could all use a positive mental attitude boost during these challenging times. I know you’ve heard me talk about my favorite book, 7 Habits of Highly Effective People, before on this show. Habit 1 is about being proactive. It’s a choice not to react when something happens to you. Instead, we should pause and choose our response to what we should do. I wanted to share with you about the two circles that portray this habit.   
    Looking at these two circles, if we are not careful, we will gravitate towards spending our time in the sphere of concern. In other words, we tend to focus on the things we have no influence over instead of the things we directly can affect. In turn, we are unable to gain much traction. When we choose to spend our time and energy on the things we can directly influence our circle grows larger and we find movement.   
    Today’s message from Holly Duckworth is no different. She offers a few practical tips to help you slow down, be present with those around you, and find success in a more meaningful way. Holly teaches mindful leadership to stressed-out CEOs worldwide to create profits, peace, and presence. Our world has become mindless and stressed to unhealthy levels. Thru mindfulness practices, Holly works with leaders to release beliefs that no longer serve. What is mindful leadership you ask? Well, join us today to find out precisely what mindful leadership means and how you can implement it in your career for the positive!
    Key Points
    6:59 - Holly’s background
    9:00 - defining leadership and mindfulness
    12:54 - affirmations and intentions
    14:14 - positive mindset tips
    19:58 - mindfulness and sales
    29:59 - learn more from holly
    Key Quotes
    “Your presence is your greatest present”
    “What you visualize you actualize”
    Links Mentioned in this Episode
    7 Habits of Highly Effective People

    Rising Tide Mastermind

    Start with Why by Simon Sineck
    Sell More Stress Less

    Holly’s Website

    Holly’s Podcast

    Holly’s LinkedIn 

    • 40 min
    144 The One Where We Talk About Virtual Assistants

    144 The One Where We Talk About Virtual Assistants

    It is not uncommon for people to tell me they are impressed with the amount of work I can get done. This attribute has helped me get noticed over the years. As my years increased, so have my tasks. Like most of us, I had more to do, so I did more. Usually, this time came at the expense of taking personal time and time away from family activities. Eventually, when there was even less bandwidth, things were done subpar, or items were not getting done. To try to get above this scenario, I decided to be careful about what I said yes to do. But even that wasn’t enough, and I realized that I needed help.  
    This suggestion came from a friend of mine who recommended that I get a personal assistant. More specifically, a virtual assistant. Join me as I interview one of my favorite people, my virtual assistant, Lauren Vonfeldt. In this episode, you will learn some of the behind the scenes tasks that need to get accomplished producing this podcast, but more importantly, you will learn how Lauren and I work together.  
     
    The top ten things a virtual assistant can help with:  
    Research   Social media   Marketing and emails   Tracking expenses or invoicing   Calendar management   Email management    To-do lists    Project management   Events   Editing documents and publications   Bonus: Creating staff and client appreciation   Key Points   
    12:02 – Lauren’s background  
    13:50 – What is a virtual assistant?  
    16:44 – How Trace and Lauren got connected  
    22:02 – What is the biggest payoff of having a virtual assistant?  
    26:18 – First steps when working with a virtual assistant  
    32:13 - The importance of regular meetings  
    34:45 – How to know if you need a virtual assistant?  
    42:57 – Top ten things a virtual assistant can help with 
    Key Quotes
    “If you don’t have the margin in your life that you want, a virtual assistant might be right for you.”  
    “A virtual assistant can help you get the right information out to the right people.”  
    “I really believe I have was created to be behind the scenes. When your business succeeds, I know that I did a good job.” 
    Links Mentioned On This Episode 
    Scaling UP! H2O Episode 130  
    Lauren’s LinkedIn Page 
    Lauren’s Website 
    Loom 
    The Proactive Webinar Series 
    Delegate and Elevate Tool  
    Book a call with Lauren 
    Scaling UP! H2O Virtual Assistant page
    Find out if you need a VA by taking the online quiz!

    • 1 hr 1 min
    143 The One With Jack Altschuler

    143 The One With Jack Altschuler

    Folks, many associations have online conventions right now; it is a perfect time to “try” them out! You won’t have any travel expenses, and you can see what they have to offer.
    Here is a list of conferences coming up:  
    July 13-16 Texas Water Conference (Online)   July 28-31 Association of California Water Agencies Conference (Online)   August 17-19 StormCom    September 13-16 WateReuse Symposium (Online)   September 14-16 Water Pro Conference   September 30-October 3 Association of Water Technologies Annual Conference   October 3-7 WEFTech Connect   October 5-9 Industrial Water Week   Once a water treater, always a water treater! Our guest today is Jack Altschuler. Jack is not only a former water treater; he is a past president of The Association of Water Technologies. Today Jack helps leaders get obstacles out of their way so they can succeed faster. Our interview is all-around motivational leadership, employee retention strategies, and more. Take a listen.  
    Key Points  
    5:30 – Jack’s background  
    18:10 – Jack’s transition into motivational leadership  
    21:40 – How leaders influence their people  
    34:19 – Self-imposed obstacles and how to remove them  
    39:00 – Common obstacles for water treaters  
    46:18 - How leadership applies to everybody  
    48:11 – How to work well with different generations   
    Key Quotes  
    “When we solve problems for other people, it’s actually disempowering to them.”  
    “A leader’s primary job is to bring out the very best in their people.”  
    “The best thing you can do is to let people know that you care about them.”  
    “When we agree to become a leader, we give up the right to fall to pieces.”  
    “Be the confident captain.”  
    Links Mentioned On This Episode 
    Jack’s LinkedIn  
    The E-Myth 
    Fully Alive Leadership 
    Engagement by Jack Altschuler 
    Seven Habits of Highly Effective People 

    • 1 hr 5 min
    142 The One That Helps Us With Video Meetings

    142 The One That Helps Us With Video Meetings

    Who would think that all of our meetings in the 2nd quarter of 2020 would be over video conference? Not me. I would have bought a hefty amount a Zoom stock if I did. Which, by the way, was trading for about $70 back in February and will now cost you $210. Hindsight, right! For those of us that didn’t make it rich buying Zoom stock, you probably use Zoom’s product or something like it. Have you ever wondered what the best way to have a video conference is?  
    As a Mastermind Group, The Rising Tide Mastermind meets weekly over Zoom. I have used it for years before the onsite of stay-at-home orders, but I could not remember ever seeing anything on video call etiquette. A member of our Mastermind asked if I could have a speaker come talk to us on this topic. The only issue was, I couldn’t find one. No one wanted to disappoint, so I decided to book myself.  
    Please join me for tips, tricks, and yes, etiquette for having your best virtual meeting ever.  
     Trace’s top tips for virtual meetings:  
    Find a room that is comfortable, private, with good lighting and reliable wi-fi.  Let your family members know that you are going to be on a video call.  Find the platform that works best for you.   When possible, use your computer, not your phone.   Don’t sit in front of a window.   Think about what is in the background of your video.   Prepare for the meeting by reviewing agendas, preparing to screen share, etc.   Test the software ahead of time.   Dress professionally.   Turn your phone notifications off.    When you are not the one speaking, mute yourself.   Use your camera and look directly into the camera.   Think about what your nonverbal cues are saying.   If using Zoom, use the gallery view.   Be prepared for screen sharing.   If you are hosting, offer lots of breaks.    If you are hosting, send out an agenda.   If you are hosting, make sure that everybody is being heard.   If you are hosting, always ask for feedback.   If possible, don’t eat during a video call.   Stay focused on the call at hand.   Take private conversations offline.   If hosting, be the last to leave the video conference.   BONUS TIP: Try right clicking your video to display the menu, then choose Hide Myself. You no longer see the video of yourself, even though others in the meeting can see you. This helps you feel like you are in person and keeps you from being distracted by your video.  Key Points   
    7:36 – Think about the right room to take your virtual meeting in  
    9:25 – What can you do to minimize interruptions?  
    9:58 – Trace’s preferred virtual meeting service  
    14:29 – How to prepare for the meeting  
    23:40 – Take advantage of the video feature  
    29:40 – Screen sharing  
    35:45 – Hosting virtual meetings  
    43:30 – How to stay focused during a video call  
    51:15 – The difference between video meetings and webinars  
    Key Quotes  
    “When you are in a meeting, be present in that meeting.”  
    “When we communicate, 60% or more is through nonverbal cues...make sure your cameras are on.”  
    “If you wouldn’t do it in a conference room, you shouldn’t do it in a video room.”  
    “Conference calls are more concentrated than regular in-person calls.”  
    “The host’s job is to manage the participants.”  
    “Don’t be afraid to tackle big issues in a video conference.”  
    Links Mentioned On This Episode 
    Submit a show idea 
    The Proactive Webinar Series 
    Rising Tide Mastermind 
    Zoom 

    • 57 min
    141 The One About Neglected Accounts

    141 The One About Neglected Accounts

    It is the end of the 2nd quarter! Who knew what 2020 was going to bring? Nobody thought it was going to be a pandemic. As we all learn what the “new normal” is for our day to day routines that used to be so typical, we still have to deal with accounts that were not the best before the pandemic. They certainly didn’t get any better during the pandemic!    
    My good friend Mark Lewis, CWT is our guest today. Today, Mark is talking about neglected accounts. What is a neglected account? Well, it has a bunch of ways to define it. The bottom line is it is an account that is not at its best. And it is this way for a multitude of reasons. Mark and I are going to talk about those reasons and what we can do about them.  
    Key Points  
    9:30 – What is a neglected account?  
    25:28 – Is there a solution to bridge the gap on neglected accounts?  
    37:14 – What to do with a neglected account  
    52:20 – Taking over a new account  
    55:30 – What about neglect in reports?  
    1:03:10 – Lightning Round Questions  
      Key Quotes  
    “Our job is to go back and explain to the customer the condition that their equipment is in.”  
    “We should be saving the customer enough money that our water treatment invoice is not even noticeable.”  
    “You should always service the account the way that you feel it should be serviced.”  
    “Even though we are called water treaters, we are actually treating the equipment.”  
    “Our work-life balance needs to be: I enjoy what I do, and I am good at it.” 
    Links Mentioned in Episode 
    Hope Laugh Play Website 
    Hope Laugh Play Facebook Page 
    Submit a show idea 

    • 1 hr 17 min

Customer Reviews

4.6 out of 5
16 Ratings

16 Ratings

Allenclouse ,

Great resource

I am a Culligan commercial/Industrial salesperson and listen to Scaling up almost every day. The information I have learned about chemical treatment, cooling towers and boilers has been excellent and I would recommend the show to anyone in the water treatment business.
Allen Clouse

StevenSuzanne ,

Wealth of Knowledge

Trace is passionate about water treatment and helping others understand it better. He and his guests are a wealth of knowledge. I anticipate each new episode to help occupy my windshield time and learn something new with each episode.

Andy-man1122 ,

A must listen for anyone in water treatment!

Scaling Up with Trace Blackmore is a great resource for the water treatment professional that is trying to improve their craft. Having an audio training resource is great for our guys in the field and the guests have always been very knowledgeable and entertaining. Don't miss an episode with Trace!

As an addition to this review, I wanted to share that Scaling Up has done an excellent job of bringing together water treatment experts from across the country. Before Trace started broadcasting, many water treatment experts (especially those new to the industry) have been disconnected and without support. Only those lucky enough to join large AWT events were able to connect and then only sporadically. Scaling Up serves the very important role of connecting those in the water treatment industry and provides needed resources and a means or sharing knowledge. Since the podcast has launched, I have connected with many other companies and used Scaling Up as a starting point in our conversation to find common ground and help one another. Great work Trace! The industry is better because of your hard work!

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